ITSMA to Launch First Dedicated Sales Performance Study for Professional Services

Professional Services Firms and Product Firms Alike Will Benefit from Benchmarking Data

LEXINGTON, Massachusetts—January 16, 2006—ITSMA, a membership community for technology marketers, today announced that it is adding a new benchmarking study on sales productivity and performance for professional services. The new study, Selling Professional Services: Benchmarks and Best Practices, is open to participation from both pure-play professional services firms and from product firms that provide professional services.

“Selling professional services is challenging in any environment,” said Lori Weiner, senior director of research at ITSMA. “At dedicated professional services firms, the sales force is typically comprised of partners who deliver projects in addition to selling them. At product firms, the sales force may shy away from pitching complex, intangible services in favor of pushing easier-to-describe products and simple services. Either way, the sales force may not have all the skills and training they need to get the job done as efficiently and effectively as possible. This study will uncover the areas where the professional services sales force is lacking, and highlight industry best practices to emulate.”

ITSMA is currently recruiting participants for the 2006 Sales Performance Study: Benchmarks and Best Practices from Professional Services Leaders. Participation is free for member companies, which will receive a full copy of the completed research in exchange for their participation. Non-member companies may participate in the study for a small fee.

“Since 2000, ITSMA has conducted research to help technology services providers benchmark their sales practices and performance against industry averages and best practices,” said Dave Munn, president and CEO of ITSMA. “This year, we will conduct two editions of the study in order to make the results more relevant and meaningful for our members: one edition for professional services, and another for operational services.”

For more information about how to get involved in Selling Professional Services: Benchmarks and Best Practices, visit http://www.itsma.com/Research/prospectus/mk0585_sp06.htm or contact Lori Weiner at +1-781-862-8500, ext. 142 or lweiner@itsma.com. Details about the operational services edition of the study will be available in the spring.

About ITSMA
ITSMA specializes in helping companies market and sell services and solutions more effectively. As a membership organization, we work with the world's leading technology, communications, and professional services providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. ITSMA members include business leaders such as Accenture, BT, Cisco, Hewlett-Packard, IBM, Microsoft, SAP, and Tata Consultancy Services, among others. Our comprehensive research, consulting, and training on topics including ITSMA Account-Based Marketing ^SM, Brand Positioning, and Solutions Development provide the insight and experience companies need to improve business results. ITSMA is based near Boston, and has offices in London and Tokyo. Learn more at www.itsma.com.